Quota-carrying field sales role driving revenue across a territory of payer accounts through strategic account planning, consultative selling, and complex deal execution. Builds executive relationships, aligns solutions to customer outcomes, negotiates deals, and orchestrates internal partners. Uses CRM, sales enablement, and approved AI tools to manage pipeline, forecast, and improve productivity.
The Account Executive is a quota‑carrying Field Sales role responsible for driving revenue growth within a defined territory of named or high‑potential regional payer accounts. This role owns strategic account planning, consultative selling, and end‑to‑end execution of complex sales opportunities, including new logo, expansion and cross‑sell motions. The Account Executive operates with significant autonomy, applies judgment across ambiguous and multi‑stakeholder deals, and acts as the primary orchestrator of internal resources to deliver measurable customer and business outcomes.
Key Responsibilities
- Own and achieve assigned revenue quota by leading end‑to‑end sales execution across a defined territory or portfolio of named accounts, with accountability for pipeline health, deal strategy, and closed‑won results.
- Develop and execute strategic account and territory plans informed by whitespace analysis, customer segmentation, win/loss insights, and near‑ and long‑term growth opportunities.
- Build and expand executive‑level relationships by tailoring engagement strategies across clinical, operational, and financial stakeholders, elevating conversations from feature‑based discussions to strategic and transformational value.
- Lead complex, consultative sales opportunities by surfacing explicit and implicit customer needs, aligning PointClickCare solutions to high‑impact problems, and facilitating ROI‑ and outcome‑based selling aligned to customer business models.
- Structure and negotiate complex deals within established commercial frameworks by clearly communicating pricing models, business cases, and trade‑offs, navigating procurement and legal processes as needed, and balancing customer value with company objectives.
- Use approved AI‑enabled tools to improve productivity, prioritization, and quality of outcomes, validating AI‑generated outputs, maintaining data accuracy, and following governance requirements.
Required Qualifications
- Demonstrated ability to independently own and close complex, multi‑stakeholder sales opportunities.
- Strong consultative selling capabilities, including discovery, objection handling, storytelling, and business case development.
- Ability to develop and execute strategic account plans within a defined territory or portfolio.
- Strong collaboration and influence skills to orchestrate cross‑functional partners in support of customer outcomes.
- Proficiency using CRM and sales enablement tools to manage pipeline, forecasting, and performance.
Preferred Qualifications
- Experience selling SaaS or technology solutions, preferably in healthcare, digital health, or care delivery platforms.
- Strong understanding of clinical, operational, and financial buyer dynamics in healthcare systems or post‑acute care.
- Experience structuring moderate to high‑complexity commercial agreements.
- Demonstrated ability to effectively use approved AI tools to support daily work, including applying judgment to validate outputs, maintain data accuracy, and follow responsible AI and data governance standards.
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